Are you effectively demonstrating your unique value to your customers? If not, then it may be time to shift the conversations you have with buyers. This video shows you 3 ways to differentiate yourself.

People buy for all sorts of reasons. When people buy from you, chances are, you are a buyer-focused sales professional. But not everyone is. View our latest video on ways to shift your perspective from yourself to the buyer.

New Year’s symbolizes the chance to start fresh. What will you decide to do differently next year? View my latest video for 10 sales tips to kick start your new sales year and make your selling team more successful going forward.

You’re the CEO of a startup company and you’re ready to pass the sales baton to someone else. Here are best practices for creating and implementing a sales playbook that will help guide your new sales person or future sales team.

For each email, phone call, proposal, demo or any other buyer interaction, what if you focused on the buyer and not on you, your product/service or your company? You will be well on your way to being a top performing sales person.

Many of the same things I coach around big, complex B2B sales are very similar to what companies are teaching their teams when it comes to B2C sales and customer service. Here’s what a window washing company taught me.

Are you constantly relegated to the lower end of your client’s organizational hierarchy? Do you know what to do differently to reach the C suite? The answer may be as simple as this: just change the conversation.

What is your basis for determining that a client meeting was a success? Think preparing for each and every buyer interaction is too time-consuming, arduous or boring? Then you’re probably not focusing on this one important thing.

Assembling your selling team – the precious internal resources you rely on every day – costs time and money. Here are a few ways to best orchestrate your team and maximize everyone’s (including the buyer’s) time.